Dollar amount of accounts receivableCollections made of accounts receivableSales CallsNumber made on current customersNumber made on potential new accountsAverage time spent per callNumber of sales presentationsSelling time versus nonselling timeCall frequency ratio per customer typeSelling ExpensesAverage per sales callAs percentage of sales volumeAs percentage of sales quotaBy customer typeBy product categoryDirect-selling expense ratiosIndirect-selling expense ratiosCustomer ServiceNumber of service calls
Page 22of Displays set upDelivery cost per unit soldMonths of inventory held, by customer typeNumber of customer complaintsPercentage of goods returnedQualitative CriteriaSelling SkillsKnowing the company and its policiesKnowing competitors’ products and sales strategiesUse of marketing and technical backup teamsUnderstanding of selling techniquesCustomer feedback (positive and negative)Product knowledgeCustomer knowledgeExecution of selling techniquesQuality of sales presentationsCommunication skillsSales-Related ActivitiesTerritory management: sales call preparation, scheduling, routing, and time utilizationMarketing intelligence: new product ideas, competitive activities, new customer preferencesFollow-ups: use of promotional brochures and correspondence with current and potential accountsCustomer relationsReport preparation and timely submissionPersonal CharacteristicsCooperation
Page 23of Human relationsEnthusiasm motivationJudgmentCare of company propertyAppearanceSelf-improvement effortsPatiencePunctualityInitiativeResourcefulnessHealthSales management potentialEthical and moral behavior INDEX1. Notes of Session 21:02 - 092. Notes of Sessions 22, 23:10 - 193. Notes of Sessions 24, 25:11 - 284. Notes of Sessions 26 to 28:29 - 325. Notes of Sessions 29, 30:33 – 48
Page 24of 6. References:49
Sessions 21Public Relation, Publicity, Event management, Corporate AdvertisingPublic relations (PR), publicity Event Management and Corporate advertising are ways by whichinformation about the organization, its products and/or its services may be communicated. Thesepromotional mix elements are generally used in a different way in that they are not always designedto promote a specific product or service. Rather, they may be used to promote the organization as awhole, a cause or position advocated by the organization, or to create goodwill in the marketplace. Inaddition, at least one of these elements—publicity—is not always in the control of the marketer.Thus, while it may be possible to affect publicity in some situations, in many others the marketer mayhave to assume a reactive posture.